Director Business Development - Issuer Channel Partnerships

At Early Warning, we’ve powered and protected the U.S. financial system for over thirty years with cutting-edge solutions like Zelle®, Paze℠, and so much more. As a trusted name in payments, we partner with thousands of institutions to increase access to financial services and protect transactions for hundreds of millions of consumers and small businesses.

Positions located in Scottsdale, San Francisco, Chicago, or New York follow a hybrid work model to allow for a more collaborative working environment.

Candidates responding to this posting must independently possess the eligibility to work in the United States, for any employer, at the date of hire. This position is ineligible for employment Visa sponsorship.

Overall Purpose

The Business Development Director - Channel Partnerships is responsible for managing relationships with major partners to drive acceptance of Paze through eCommerce platforms. These partnerships are long term and will initially focus on building support for Paze across all strategic platforms, driving consumer awareness, adoption, and usage.     The Director drives the relationship strategies and key client relationships at the senior executive level, ensuring these partnerships grow and thrive over time.  This role is also responsible for identifying new partners to engage with, as we seek to broaden the breadth of partners.   This role is expected to deliver strong results in a high-growth environment by working collaboratively across internal cross-functional teams and client teams.

Essential Functions

• Develops trusted, influential partnerships with key decision makers at our largest, most strategic accounts.  This includes Paze advisory and operating committee members and leaders in product/digital, marketing, risk, technology, or other functions critical to Paze’s success. 

• Primary owner of assigned strategic accounts.  Requires foremost expertise of partner organizational structure/decision making, company performance and strategic initiatives, product/services, state of EWS-wide relationship, and consistent pulse on the state of Paze performance (e.g., KPIs, user experience (UX), active opportunities and challenges/threats.  

• Develops overall strategic account plan (annual, quarterly, and monthly priorities) in close coordination with Paze cross-functional teams and senior leadership. 

• Expertly presents the value of Paze to external partnerships teams, instilling confidence and gaining buy-in and commitment. 

• Navigates complex discussions to sign agreements with partners. 

• Works effectively with internal cross-functional teams to expertly manage the entire lifecycle of each partnership, from initial selling, through integration, marketing campaigns, operational reviews, new product feature reviews, etc. 

• Manages the post-integrations relationship with each partner, tracking & driving growth, identifying new engagement opportunities, and leading quarterly business reviews. 

• Presents clear and effective partner updates internally within the organization, up through senior and executive management levels.

• Supports new business development and innovation agenda – fostering both Paze-initiated and partner-generated opportunities.  

• Represents the voice of Paze and EWS leadership in partner engagement and external facing moments (e.g., conferences). 

• Acts as a team leader and collaborates and communicates effectively in a fast-paced, dynamic, and hyper-growth environment.

• Supports the company’s commitment to risk management, safeguarding the integrity and confidentiality of systems and data.

Minimum Qualifications 

• Education and experience typically obtained through completion of a bachelor’s degree in business, finance, or related field. 

• 12+ years’ experience in financial services and partnership management.

• 5+ years managing a team of high performing individuals. 

• Experience structuring partnerships with merchant acquirers, PSPs, PayFacs, and other payment channel partners. 

• Ability to develop collaborative relationships with a diverse portfolio of ecosystem providers to drive broad adoption of Paze services and functionality. 

• Proven sales and partner management experience in technology solutions focused on payments, with an emphasis on revenue generation in the financial services sector. 

• Consultative, conceptual, and strategic selling skills.   Strong influencing skills, able to sell concepts internally and drive streamlined decision making across partner